Partnership Manager

About the role

Datarails is actively searching for a Partnership Manager to spearhead the expansion of our strategic alliances with established ERP providers and Value Added Resellers. The primary mission of this role is to drive sustainable revenue growth by cultivating and scaling strategic partnerships, with a concentrated focus on the dynamic Netsuite ecosystem. You will be instrumental in positioning our FinanceOS platform as the connective layer that enhances the value of these enterprise systems. This position requires a proactive leader who can identify mutual opportunity and translate strategic alignment into tangible business results. You will own the end-to-end strategy and execution of partnership initiatives that directly contribute to the company's top-line objectives. Success in this role will be measured by your ability to build trust, negotiate mutually beneficial terms, and maintain high levels of partner satisfaction. You will act as the key liaison between Datarails and its critical external alliances, ensuring alignment on goals and execution.

Key facts

What you'll do

Manage and grow relationships with North American ERPs and resellers to increase referral volume and overall pipeline health.

Negotiate and formalize agreements with Netsuite VARs, ensuring terms reflect mutual value and protect Datarails' interests.

Oversee the full partnership lifecycle from initial sourcing and strategic alignment to onboarding, activation, and long-term retention.

Coordinate cross-functionally with Sales, Marketing, Legal, and Product teams to align on integrated go-to-market strategies and messaging.

Deliver compelling product demonstrations and enablement training to partners, equipping them with the tools to sell effectively.

Develop and execute joint marketing initiatives, including co-branded webinars, industry events, and collaborative case studies that drive awareness.

Transition new partners into active, revenue-generating status by setting clear expectations and providing structured ramp-up plans.

Analyze partner performance metrics and provide actionable insights to optimize programs and improve outcomes.

Champion the adoption of Datarails' tools and messaging to ensure consistent positioning across all partner channels.

Identify and pursue incremental revenue opportunities within existing partner accounts through upsell and expansion strategies.

Maintain up-to-date documentation of partnership agreements, playbooks, and processes to ensure operational efficiency.

Provide feedback from the field regarding product usage and competitive landscape to inform roadmap priorities and feature development.

Build a robust network of champions within the Netsuite ecosystem to facilitate introductions and accelerate deal cycles.

Represent Datarails at industry conferences and partner meetings to strengthen brand presence and credibility.

Requirements

• 3 to 5 years of experience in business development or alliances within high-growth startup environments.
• Proven track record of working with ERPs and Netsuite VARs in a B2B software context.
• Established professional network within the Netsuite ecosystem that can be leveraged for sourcing and growth.
• Bachelor degree is required for this position.
• Ability to manage complex stakeholder relationships and oversee co-selling processes with confidence.
• Strong analytical and planning skills to handle competing priorities and manage multiple deals simultaneously.
• Demonstrated ability to work fully autonomously in a remote setting while maintaining high productivity.
• Excellent written and verbal communication skills to engage with executive-level stakeholders.
• Experience with CRM tools and partner management platforms is necessary for tracking and reporting.
• Commitment to following structured processes while adapting to the fast-paced startup environment.
• Willingness to adhere to company policies and procedures as they relate to compliance and governance.
• Capacity to travel occasionally for virtual or in-person partner meetings when strategically necessary.
• Understanding of the financial services technology landscape is essential for contextual alignment.
• Professionalism and integrity in all interactions with internal and external partners.

Nice to have

• Familiarity with FP&A and finance technology solutions to better understand customer pain points.
• Previous experience in a partner development or business alliances role within the SaaS industry.
• Knowledge of Netsuite AppStore processes and certification requirements.
• Experience running joint customer proof-of-concept initiatives.
• Background in managing referral programs or incentive structures for partners.
• Exposure to ERP implementation cycles and procurement processes.

Practical notes

• This is a full-time position based in the United States with 100% remote work eligibility.
• The base salary range for this role is 90,000 to 100,000 USD annually before target OTE.
• Benefits package includes equity grants, a 4% 401(k) match, HSA/FSA options, and comprehensive medical coverage.
• Additional employee perks consist of unlimited PTO, 12 company holidays, paternity leave, life insurance, and professional development stipends.
• License reimbursement is available for CPA and CFA certifications, and a Calm app membership is provided.
• No visa sponsorship or relocation support is available for this role.
• All hires are contingent upon the completion of standard background and reference checks.
• This role requires consistent availability during core business hours in the United States time zones.
• Performance reviews are conducted annually with opportunities for growth and adjustment.
• The position may require participation in quarterly planning sessions and mandatory training programs.
• Candidates must be comfortable working with distributed teams across multiple time zones.
• Success in this role depends on the ability to meet or exceed predefined revenue and partnership KPIs.